Monday, March 18, 2019

15

Jun

2018

Exhibiting in the United States - a Whole Different World

Author: Steve Moskal

The world has moved a block away from Prairie, right here in Elmhurst.

 

We have a new neighbor in our business park. They’ve constructed a 25’ tall stainless steel sculpture of a globe. Originally it stood outside of Sears (Willis) Tower in Chicago, which is undergoing extensive renovations. Our neighboring business, involved with those renovations, removed the structure and reconstructed it on the front lawn of their production facilities, about 100 yards from Prairie’s front door.

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Number of views (593)

10

Jun

2016

Viva La Difference

Author: Steve Moskal

The sales process - the steps of getting a customer to say yes -  hasn’t changed much over the years.

 

I do feel though, that the mystical sales curtain has been pulled back in so many instances. Not only has the great wizard been exposed, but so has the puppy dog close and “Do you want it in red or green?”. Those who have been selling for more than a few years know what I am talking about.

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Number of views (334)

26

Jun

2015

Training Your Exhibit Staff, Easy as 1, 2, 3, 4!

Author: Steve Moskal

What seems like more than a lifetime ago, there were only three sales organizations in the United States for a revolutionary product, the Nomadic Instand. I was fortunate enough to work for one of them.

 

For those of you who might not know the history of the Instand, it was the first self-locking “pop-up” style display. In fact, Nomadic invented the portable display as we know it today, and was mentioned in Exhibitor Magazine’s “10 Ideas that Changed the Trade Show Industry, in 2007. But that’s a whole other story.

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Number of views (302)

14

Aug

2014

Kissing Frogs, Finding Princes and Trade Show Success

Author: Steve Moskal

A customer new to exhibiting visited our showroom last week. We talked about her goals for the event and some of the ways she could present her message.

 

We also discussed the basic 4-step process that can work effectively in a smaller environment.... Attract, Engage, Qualify and Action. We also talked about sales being a numbers game, no matter what you are selling. Whoever said you have to kiss a lot of frogs to find your prince, had it right. Successfully coming away with qualified leads or sales at a trade show is no different.

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Number of views (285)

12

Sep

2013

Captivate Like Elmore Leonard

Author: Steve Moskal

While things are heating up here at Prairie for the fall 2013 trade show and event season, weather-wise, it has been a surprisingly mild August in the Chicago area. We normally have high temperatures and high humidity. Perfect weather for going home, hiding out in the basement or the part of the house where the air conditioning works best, and cracking open a book. At least this is how I deal with August.

 

With the weather being so nice, we are eating outside, taking bike rides, getting the resident beagle out for a longer than usual walk and just spending less time brooding about the heat. Also, no time for reading dog-eared paperbacks bought at garage sales and used bookstores. Books written by the likes of Elmore Leonard.

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Number of views (297)

24

Feb

2013

Winter Blues and Convertibles

Author: Steve Moskal

Every February in Chicago, when the winter doldrums start to really take hold and everyone is sick and tired of cloudy, gray days, the Chicago Auto Show moves into McCormick Place for a 10-day stay. The Chicago show is billed as the largest in the world and has been going on for over 100 years.

 

The 2013 version took over both the north and south McCormick buildings. For those of you who have never been to a consumer-attended auto show like this, it’s really quite a different experience from a traditional “business to business” event.

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Number of views (346)

28

Dec

2012

First Blog: Baby Steps

Author: Steve Moskal

About ten years ago, a close associate urged me to start writing a book based on my experiences in sales and the trade show and event industries. I tried. There are several dozen pages along with edits and rewrites stored on my computer and backed up on a hard drive. I learned that being an author involves time and dedication to the task. When raising a family and running a business, those are two luxuries that are in short supply.

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Number of views (301)

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Recent Posts

Sharing Anniversaries, Surviving Bumps and Looking Forward
Eyes on the Skies and Pass the Towels
Drayage is Everywhere
Exhibiting in the United States - a Whole Different World
There Goes the Neighborhood?
English Ivy and Creating Opportunities
Wait! Wait! No, Don't Wait
A Walk in the Woods (does a body and mind good)
Do You Need a Creative Kick?
Accidents and Trade Shows - They Happen. Are You Ready?
Is Your Competition Out-Gaming You?
Do You Know the "Basic 10"?
Expertise Needed in Aisle Eight
Planning Ahead Can Be Easier on the Feet
Has It Really Been This Long?
Wrinkled Fabric and Shipping Labels
Discovery! Is There an App For That?
The Trade Shows of September Come Early
I Got It. Sure You Do.
Viva La Difference
Prepare Yourself
We're Not Just Being Nosy
Is It Getting Too Complicated to Remain Loyal?
Lose Some Weight in the New Year
Establishing Budgets and Saving Money in 2016
So...
It's Cooler by the Lake
Training Your Exhibit Staff, Easy as 1, 2, 3, 4!
Time to Vent! (Or, Put That Linkedin Down)
Still Crazy
I Was Amazoned!
Don't Cut Off Your Nose to Spite Your Face (Or, Don't Let Material Handling Freeze the Sales Process)
The Case for Building a Better Treehouse
It Only Takes Money!
Nickels and Dimes
Kissing Frogs, Finding Princes and Trade Show Success
Tech Talk
Team Prairie
Connections
Check This Out
Going Smaller? Stay Realistic!
Captivate Like Elmore Leonard
Pixilated About Pixelation?
Can Event Marketing Be Truly Sustainable? Part Two
Can Event Marketing Be Truly Sustainable? Part One
Unexpected Item in the Bagging Area
Don't Drive Thru Please!
Again and Again, Then One More Time
Winter Blues and Convertibles
My Trade Show With Marilyn
A Must-Read For All Trade Show Exhibitors
It Wasn't Raining When Noah Built the Ark
An Open Letter
First Blog: Baby Steps
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